Disability Income Choice

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1 Disability Income Choice Sales and Marketing Process Five Steps to Success in the Disability Income Insurance Marketplace M28431 Producer use only. Not for use with the general public.

2 We Support You At Every Step Selling disability income insurance involves finding the right people to talk to, helping them understand the importance of income protection and providing the best solution to help secure their future. Consumer market research by the Council for Disability Awareness* found that consumers underestimate their risk of becoming unable to work because of an illness or injury. And they lack an understanding of the resources that would be available to them. That s where you can make a difference, and our needs-based sales and marketing materials are designed to help you do just that. From prospecting to point-of-sale, you have the tools to address these misconceptions directly and have a fact-based conversation about the important role of disability insurance. As the materials emphasize, you can help your clients Review this guide to see materials supporting your five steps to a DI sale: 1. Find people to talk to 2. Show the need for income protection 3. Provide the solution 4. Complete the application 5. Deliver the policy *2010 Consumer Disability Awareness Survey, Council for Disability Awareness (most recent available) keep it going!

3 Step 1 TIP: Start with your current clients. They know and trust you, and value your recommendations. Let them know it s important to have a plan in place should they become unable to work because of illness or injury. Marketing Tools These prospecting materials are designed to help you generate interest and find people who are willing to talk to you. Find People to Talk to Serve the Middle Market Good Places to Find Prospective Clients Most consumers have never been approached by an agent about the need for disability income protection. That means there are opportunities all around you to simply start the conversation and help consumers consider protecting their most important asset, their income. Middle market consumers are greatly underserved when it comes to having DI protection. With Disability Income Choice, you have flexible products designed specifically to meet their needs and budget. Current clients You already have a pool of prospective DI clients. Search your records for those who fit the middle market profile. Also, clients who have recently experienced a life event, such as getting married, becoming new parents or buying a home, may feel it s time to set financial plans in motion Centers of influence Partner with accountants and attorneys in your area. This mutually beneficial arrangement allows them to recommend you to their clients. And in turn, you recommend these professionals to your clients who may need legal or accounting services Look for: Individuals and couples ages Income of 40, ,000 Family oriented Recently married New parents Homeowners risk adverse, have something to protect Middle market occupations such as: nurses, chiropractors, teachers, administration, construction, trades Civic organizations Join your local civic organizations and make yourself known to the members of your community. Offer your services as a speaker at an upcoming meeting Associations Don t forget about the associations to which you belong. As members of the same association, you share an affinity with other members. Place ads in association newsletters and offer to speak to the membership on this important topic Referrals Don t forget to ask everyone you talk to family members, friends, neighbors, clients if they know someone who could benefit from the service you provide Keep it Going Prospecting Postcards Both postcards offer a thought-provoking DI statistic and invite prospects to contact you to learn more about disability income protection. Consider this: A majority of Americans say a disability could happen to anyone at anytime but deny it will specifically happen to them. 1 ConsIDer ThIs: 42 percent said their primary source to replace lost income would be money from sick/vacation leave benefits from their employer. 1 These benefits typically last only a matter of weeks but the average long-term disability claim is just over 31 months. 2 When it comes to thinking about disability and its financial impact, most Americans just haven t really thought about it. Have you? How would you pay your bills, keep your life on track and keep it going if you are out of work because of an illness or injury? Please contact me soon to discuss how a disability income insurance policy may help. If the unexpected should happen, I d like to help you have a plan in place. Let s Talk (1) CDA Consumer Disability Awareness Survey, Council for Disability Awareness (2010); most recent available disability income insurance underwritten by: This is a solicitation of insurance, by responding, you are requesting to have a licensed agent/producer contact you to provide additional information. the disability income benefits provided will be individual coverage, not group coverage. Disability income policy form numbers D81, D82, D83 or state equivalent. (In FL, D , D , D ; in ID, OR and Texas, D , D ; D ; in NC, D , D , D ; in OK, D , D , D ; in PA, D , D , D ; in WA, D , D , D In New York, these polices provide disability income insurance only. They do NOT provide basic hospital, basic medical or major medical insurance as defined by the New York State Insurance Department of Financial Services. The expected benefit ratio for policy form numbers D , D and D is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. These policies have exclusions and limitations. Products may not be available in all states. For costs and complete details of coverage, contact your licensed insurance agent/producer. is licensed nationwide. MC35245 When it comes to thinking about disability and its financial impact, most Americans just haven t really thought about it. Have you? How would you pay your bills, keep your life on track and keep it going if you are out of work because of an illness or injury? Please contact me soon to discuss how a disability income insurance policy may help. If the unexpected should happen, I d like to help you have a plan in place. Let s Talk [Agent/Producer name] [Agent/Producer phone number] [Agent/Producer address] [Agent/Producer license number] (1) CDA Consumer Disability Awareness Survey, Council for Disability Awareness (2010); most recent available (2) Gen Re Disability Fact Book (2010); most recent available Disability Income insurance underwritten by: This is a solicitation of insurance, by responding, you are requesting to have a licensed agent/producer contact you to provide additional information. The disability income benefits provided will be individual coverage, not group coverage. Disability income policy form numbers D81, D82, D83 or state equivalent. (In FL, D , D , D ; in ID, OR and Texas, D , D ; D ; in NC, D , D , D ; in OK, D , D , D ; in PA, D , D , D ; in WA, D , D , D In New York, these polices provide disability income insurance only. They do NOT provide basic hospital, basic medical or major medical insurance as defined by the New York State Insurance Department of Financial Services. The expected benefit ratio for policy form numbers D , D and D is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. These policies have exclusions and limitations. Products may not be available in all states. For costs and complete details of coverage, contact your licensed insurance agent/producer. is licensed nationwide. MC35246 [Agent/Producer name] [Agent/Producer phone number] [Agent/Producer address] [Agent/Producer license number] How would you keep it going if you were out of work because of an illness or injury? How would you keep it going if you were out of work because of an illness or injury? MC35245 MC35246 DI Sales Illustrated Flyers Protect Your Income Your income is your most important asset Include disability income insurance in your financial plan Order by this name through your normal channels. Consumer prospecting flyers can be customized with your contact information to provide additional information. and ed or mailed to prospects. Each flyer MC35266 presents a testimonialstyle situation some MC35266 consumers may face and invites them to talk to you. I like to educate myself before I buy something. In our household, I manage the finances and do research before making any key financial decisions. I m a careful planner and like to know all the options before making a significant purchase, like a car or major appliance. I even researched all the ways to begin saving for our daughter s college expenses. When it comes to our finances, I ve got the bases covered or so I thought. Recently my husband and I met with our insurance agent/producer for our annual insurance review. He asked what we would do if one of us became unable to work because of illness or injury. I had to admit I ve worried about that at times, but never really thought about it. He explained the risk of disability is more common than people realize. And though our medical bills would be paid if something happened, not being able to work means income would stop. It didn t take me long to realize how much was at stake. Everything depends on our income. Now I want to know more about the options for disability income insurance. This story portrays a situation our customers may have faced or could face. It does not represent an actual person. Let s Talk! [Agent/Producer name] [Agent/Producer license number] [Agent/Producer phone number] [Agent/Producer address] this is a solicitation of insurance. by responding, you are requesting to have a licensed agent/producer contact you Disability income policy form numbers D81, D82, D83 or state equivalent. (In FL, D , D , D ; in ID, OR and Texas, D , D , D ; in NC, D , D , D ; in OK, D , D , D ; in PA, D , D , D ; in WA, D , D , D Underwritten by Mutual of Omaha Insurance Company,,, These policies have exclusions and limitations. Products may not be available in all states. For costs and complete details of coverage, contact your licensed insurance agent/producer. is licensed nationwide. In New York, these polices provide disability income insurance only. They do NOT provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for policy form numbers D , D and D is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. DI Prospecting [Company Name] [fname] [lname] [fname] [lname] [office] office [address1], [address2] [mobile] cell [city], [state] [zip] [fax] fax [ ] [license #] Letters Order letters, by name, through your normal My chances of becoming disabled are slim. channels. Ask about Really? That s what many people think. Consider this: 83 percent of people surveyed said a disability could happen to anyone at any time but deny it will specifically happen to them.* 42 percent said their primary source to replace lost income would be sick leave and vacation benefits, but were unsure how much it would really cover.* Maybe it s hard to imagine being out of work because of an illness or injury but the truth is, it can happen other DI prospecting to anyone. And when you can t work, you don t earn an income. When it comes to thinking about disability and its financial impact, most people just haven t really thought about it. Have you? How would you pay your bills, keep your life on track and keep it going if you are out of work because of an illness or injury? You have options with s disability income insurance, but let s first letters that may see if your current financial resources will be enough to cover your expenses if you need them to. Please contact me soon. If the unexpected should happen, I d like to help you have a plan in place. Sincerely, be available. [fname] [lname] An Independent Licensed Agent/Producer *Source: 2010 Consumer Disability Awareness Study, Council for Disability Awareness; most recent available. 1) My chances of This is a solicitation of insurance, by responding, you are requesting to have a licensed agent/ producer contact you to provide additional information. The disability income benefits provided will be individual coverage, not group coverage. Disability income policy form numbers D81, D82, D83 or state equivalent. (In FL, D , D , D ; in ID, OR and Texas, D , D , D ; in NC, D , D , D ; in OK, D , D , D ; in PA, D , D , D ; becoming disabled in WA, D , D , D In New York, these polices provide disability income insurance only. They do not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for policy form numbers D , D and D is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. These policies have exclusions and limitations. Products may not be available in all states. For costs and complete details of coverage, are slim contact your licensed insurance agent/producer. is licensed nationwide. M ) Life without a paycheck 3) New Home These letters help prospects better understand the risk and the impact of a disabling illness or injury. Prospects are urged to contact you to put a plan in place.,,

4 Disability Consumer Awareness Study, 2010; most recent available) Disability Claims Review, 2013) Claims Review, 2010; most recent available. * New claims were those approved in the survey year 2010) Disability Awareness Study, 2011) Present Years Until Age Retirement Annual Income Note: Figures include an annual 3 percent wage increase Annual No Disability With Employer-paid Income Coverage* Disability Coverage 25,000 1,600 1,900 35,000 2,200 2,600 45,000 2,700 3,200 55,000 3,250 3,800 65,000 3,650 4,350 75,000 4,100 4, ,000 5,100 6, ,000 6,100 7, ,000 7,100 8, ,000 8,100 10, ,000 9,300 11,600 *Or employee-paid coverage Note: Maximum monthly benefit for short-term products is 5, Cancer Facts & Figures. American Cancer Society. 2 Heart Disease & Stroke Statistics. American Heart Association (2014). 3 Stroke Awareness Foundation. Stroke Facts (2014). 4 Injury Facts: 2011 Edition. National Safety Council (most recent available). Step 2 Show the need for income protection TIP: Be sure to thoroughly cover the need before jumping to the solution. Remember, consumers must better understand the problem that they didn t realize they had what s at stake for them personally should they lose their ability to work because of an illness or injury. Start by finding out what s important to your client. The things they value most their family, home, financial plans, dream vacations these are the priorities they will want to protect. The problem you help them identify is that these things are at risk should something happen to their ability to earn an income. Educational Pre-approach Keep it Going booklet This informative booklet can be mailed or used as a leavebehind to prepare clients for your follow-up call or next appointment. Use it as a conversation starter. The booklet covers commonly asked questions and answers about DI to get clients thinking about their own personal situation. Preparedness Self-Test Some clients may want to research things on their own and dig into details before meeting with you. This flyer can complement the Keep it Going booklet or be used separately. The quick selftest helps clients see their own personal need for income protection. Are You Prepared? Take This self-test and decide for yourself your most important Think about it: your plans for the future depend on your income from buying a home to putting kids through college to saving for retirement asset is not your and the assumption is that you will continue to earn a paycheck. What if home, car or other your income stopped? What plan do you have in place to keep life going? possessions. it s Asking the right questions can help you uncover information to help your income earning create a plan should you be out of work because of an illness or injury. ability. Take this self test to see how prepared you would be. 1) What monthly living expenses and financial obligations 4) Are there other sources of income I can count on that would I be responsible for if my income stopped? may help me meet my monthly living expenses and financial obligations? List any you can count on. 2) Do I have enough in savings to pay for my monthly expenses? What about my potential out-of-pocket 5) If I were out of work because of an illness or injury, medical expenses like deductibles and copays? what would my family have to give up? 3) Does my employer have a sick pay plan or long-term yes! you Can keep it going If you were out of disability program? Do I know what my benefits are work because of an illness or injury, you can keep your (i.e., when it would start, how much it would pay and life on track. When you add disability insurance to your for how long)? financial plan, you re not only taking an important step toward securing your income during working years, you re giving yourself a plan to keep your life going. The risk that matters most is yours. Protect your income with disability insurance. is underwritten by,,, These policies have exclusions, limitations and reductions. Products may not be available in all states and coverage may vary by state. For costs and complete details of coverage, contact your licensed insurance agent/producer. is licensed nationwide. In New York, these policies provide disability income insurance only. They do not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for policies is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. MC35250 MC35249 MC35250 Financial Security For many middle income families, if paychecks stop so does their ability to pay the bills. Few families have enough savings to make ends meet if they should lose their income for more than a few weeks. And depleting savings to pay monthly bills means their other plans and priorities are set back, perhaps for years. For these clients, income protection is about knowing they can meet their obligations and protect their future plans. Support the Family More than just losing a paycheck, a disabling illness or injury can mean changes for the whole family. Plans are put on hold, routines change, family members must pitch in more, the calendar fills with doctors appointments and the urgent question becomes when will things get back to normal? For these clients, it s important to know there s a way they can still support their family and keep life as normal as possible if they become unable to work. Focus on Recovery The last thing someone needs when they ve experienced a disabling illness or injury is the stress of worrying about bills and other financial obligations while they recover. It s stressful enough to be facing an uncertain future without the constant worry of financial set-backs. For these clients, it s important to know they ll have a plan monthly DI benefits that can keep things on track so they can focus on getting well. Marketing Tools Our needs-based materials help you first sell the need for income protection, then factfind to determine the client s specific situation and begin to discuss a level of protection for them. Sales Appointment Needs-based Brochure This brochure can be the starting point during your face-to-face discussion. It helps you explain the truth about the real value of their income, the risk of a disabling illness or injury and how disability income insurance is the best resource to depend on. MC35248 Statistics Flyer Titled Good Reasons to Protect Your Income, this flyer presents compelling statistics that help build the case for considering disability income insurance. MC35247 MC35248 MC34671_0213 How would you keep it going if you were out of work because of an illness or injury? Good Reasons to Protect Your Income ThESE COMPEllINg STaTISTICS MaY help PuT ThE NEED FOr INCOME PrOTECTION IN PErSPECTIvE 1 2 One in three americans entering the workforce will experience a long-term disability prior to retirement and the average long-term disability claim duration is 2½ years. (Council for less than 5 percent of disabling accidents and illnesses are work related. The other 95 percent are not, meaning workers compensation doesn t cover them. (Council for Disability Awareness, Long-Term You re in your prime income-earning years and have a family and financial responsibilities to take care of. If you re like most Americans, you may think disabilities happen to other people. So you may not have considered what you would do if an illness or injury kept you from working. It s important to protect your income, because it s your most valuable asset. 3 4 Cancer is the second leading cause of new* disability claims, representing 15 percent of all claims. (Council for Disability Awareness Long-Term Disability 37 percent of consumer survey respondents never really thought about being financially prepared for a disability. (Council for Disability Advisor When it comes to thinking about disability and its financial impact, some people just haven t really thought about it. The facts alone don t tell the whole story. a disabling injury or illness could have a very personal impact on your life. good thing disability insurance is available to help protect your income and all that it supports. FactFinder Establishes DI as a financial cornerstone product and highlights the need for DI from different angles. MC34482 MC34483 NY Income Resource Flyer Lists common notions about resources that people believe they could depend on during a disability. Helps build the case for DI as the best solution. MC35265 Need: Income Protection Disability insurance is about helping to preserve your lifestyle and support the people who rely on you if your income is lost due to an illness or injury. Your most valuable asset is your income. Your income is essential: it puts food on the table and a roof over your head. Without your income, how would you provide the basics? What would become of your lifestyle? A Lifetime of Earning Income Your ability to earn an income sets the table for your way of life. Consider how much you will earn throughout your working lifetime: 25,000 50,000 75, , ,511,552 3,023,104 4,534,656 6,046, ,482 1,822,963 2,734,445 3,645, , ,946 1,394,919 1,859, , , , ,914 Disability Can Happen A disability can happen in many ways and occurs more often than you may realize. Sickness: Cancer Lifetime chance of developing cancer is slightly less than 1 in 2 for men; a little more than 1 in 3 for women 1 Heart Attack About every 34 seconds, an American will suffer a heart attack 2 Stroke Stroke is the leading cause of serious long-term disability in the United States 3 Accident: Home 54.2 percent of injuries occur at home 4 Work 13.1 percent of injuries occur at work 4 Car 9.0 percent of injuries occur in motor vehicles 4 What to Do? Without an income, your options to make ends meet may be limited, or unavailable: Spouse work? Use savings or investments? Borrow? Sell Assets? MC34482_0214 An essential piece of a total income protection plan Solution Annual Income Qualified Amount (monthly) Less Existing Insurance (monthly) Amount of additional disability income insurance needed How much can you set aside each month to satisfy all of your needs? Qualified Monthly Amount This is used as a source of leads in the solicitation of insurance and an insurance agent/producer will contact you. Disability income policy form numbers D81, D82, D83, 150BE (in ID, OR and TX, Form D , Form D , Form D ; in OR, Form 150BE Series-13316; in ID, Form 150BE Series-10116; in TX, Form 150BE Series-9068; in FL, Form D , Form D , Form D ; Form 150BE Series-9052, in NC, Form D , Form D , Form D , Form 150BE Series-8972; in OK, Form D , Form D , Form D , Form 150BE Series-8972; in PA, Form D , Form D , Form D , Form 150BE Series-10501) or state equivalent. Underwritten by,,. These policies have exclusions, limitations and reductions. Products may not be available in all states. For costs and complete details of coverage, contact your licensed Mutual of Omaha agent/producer. Mutual of Omaha Insurance Company is licensed nationwide. Can You Count on These Resources? COPINg with ThE COSTS OF an unexpected DISabIlITY The Council for Disability Awareness compiled a list of I don t need much to get by. becoming disabled common notions about how people would cope with the adds extra costs for health care, medical supplies, costs of unexpected disability and what resources they and support. You may not realize all the added may have available to them. As you read through this expense during a disability. list, think carefully about what you would do. Could you count on these resources? I have disability insurance through work. Do you know how it pays? Some employer plans cover only short-term disability or they don t begin paying benefits for 90 days or more. and, if you I d use vacation time. That might work for an leave the company, you re no longer covered. injury that heals quickly. but your time might be used up in a month or less. The average length of a long-term disability is 2 ½ years. 1 Workers compensation will cover me. Only 10% of disability cases are caused by eligible on-the-job injuries. 3 My savings will help make ends meet. Do you really want to tap into hard-earned savings to pay day-to-day living expenses and medical bills? I can always borrow money. Your chances without an income, you won t be able to save for of borrowing money from a financial institution retirement at the rate you previously were or at all. could be slim because you won t have an income. If you borrow from family or friends, this could add more pressure on you at a time Social Security and Medicare will cover me. half you need to focus on recovering. of all people are declined when they first request these benefits and the average payment is under 1,130 a month. 2 Medicare doesn t cover long-term care unless it s deemed medically necessary. But, the facts alone don t tell the whole story. Medicaid does cover long-term care, but only for low-income earning people. a loss of income because of a disabling injury or illness has a very personal impact on you and your family. how will you keep it going if something happens to you? My spouse s job will protect us. If you and your spouse both work, your household will at least You have options to help protect your income and all that have some income if you had to stop working. it supports. when you add disability income insurance to Even so, does your spouse make enough that it your financial plan, you re not only taking an important wouldn t be a problem to lose your entire salary? step toward securing your income during working years, For many people, the answer is no. you re giving yourself a plan to help keep your life going. These scenarios do not represent actual persons but are representative of questions or thoughts our customers may have. Disability insurance is underwritten by,, Omaha, NE 68175, These policies have exclusions, limitations and reductions. Products may not be available in all states and coverage may vary by state. For costs and complete coverage, contact a licensed insurance agent/producer. is licensed nationwide. In New York, these policies provide disability income insurance only. They do not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for policies is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. MC Council for Disability awareness Study, 2010; most recent available 2 u.s Social Security administration, Disabled worker beneficiary Data (2012) 3 CDa Consumer Disability awareness Survey, long-term Disability Claims Review, Council for Disability awareness (2010); most recent available Disability insurance is underwritten by,, Omaha, NE 68175, These policies have exclusions, limitations and reductions. Products may not be available in all states and coverage may vary by state. For costs and complete coverage, contact a licensed insurance agent/ producer. is licensed nationwide. In New York, these policies provide disability income insurance only. They do not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for policies is 55 percent. The ratios are the portion of future premiums, which the company expects to return as benefits when averaged over all people with these policies. MC35265

5 TM TM TM Step 3 TIP: Help your clients consider how soon they would need benefits to begin and for how long. Every situation is different and it s important for clients to feel they have coverage that meets their need and fits their budget. Step 4 TIP: Be sure the application is completed accurately and thoroughly to reduce delays and ensure the policy can be issued as soon as possible. Provide the Solution Disability At this point, your client has Mutual income of Omaha insurance underwritten Insurance by: Company determined what is most important to them. They ve considered the risks and the impact of losing their income. It s time to discuss how disability income insurance can of both the insured and. help provide a solution. This is a brief description of some of the facts about your coverage. Please read the Outline of Coverage for more information, including exceptions, limitations and reductions of coverage. Individual policies set forth in detail the rights and obligations This policy provides disability income insurance only. It does not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for D is 55% (D is 60%). The ratios are the portion of future premiums which the company expects to return benefits when averaged over all people with this policy. Rider form number: 0LM1M-30, 0ML2M, 0ML3M, and 0ML1M-30. Disability Income policy form number: D83 (in NC, D and D ; in OR, D and D ; in PA, D and D ; in WA, D and D ) or state equivalent. Rider form numbers: 0LM1M and 0ML1M or state equivalent. However, clients don t want to be sold. They want someone who can educate them on how disability insurance works, help them consider the various levels of protection and be assured they re Disability income insurance underwritten by: making the right decision This is a brief description of some of the facts about your coverage. Please read the Outline of Coverage for more information, including Marketing Toolsexceptions, limitations and reductions of coverage. Individual policies set forth in detail the rights and obligations of both the insured and. During your sales appointment, use these materials to provide high-level product 0LL6M, 0LN6M, 0LL8M-30, 0LL9M-30, 0LN9M and 0ML1M-30. information about definitions, benefits and 0LL5M, 0LL6M, 0LN6M,0LL0LL8M-30, 0LL4M-30, 0LN9M and 0ML1M-30 or state equivalent. optional riders. Your clients can see the options available to them and, with your help, choose the best coverage to meet their need. This policy provides disability income insurance only. It does not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for D is 55 percent (D is 60%). This ratio is the portion of future premiums which the company expects to return benefits when averaged over all people with this policy. Rider form numbers: 0LL4M-30, 0LL5M, Disability Income policy form number: D81 (in NC, D and D ; in OR, D and D ; in PA, D and D ; in WA, D and D ; in NY, D and D ) or state equivalent. Rider form numbers: 0ML1M, 0LL3M, 0LL4M, 0LL5M, 0LL6M, 0LN6M, 0LL8M, 0LL9M, 0AX5M, 0LL4M-30, MC35297 Accident Only Disability income insurance underwritten by: This is a brief description of some of the facts about your coverage. Please read the Outline of Coverage for more information, including exceptions, limitations and reductions of coverage. Individual policies set forth in detail the rights and obligations of both the insured and. This policy provides disability income insurance only. It does not provide basic hospital, basic medical or major medical insurance as defined by the New York State Department of Financial Services. The expected benefit ratio for D is 55 % (D is 60%). These ratios are the portion of future premiums which the company expects to return benefits when averaged over all people with this policy. Rider form numbers: 0LL8M-30, 0LL9M-30, 0ML2M, 0ML3M and 0ML1M-30. Disability Income policy form number: D82 (in NC, D and D ; in OR, D and D ; in PA, D and D ; in WA, D and D ; in NY, D and D ) or state equivalent. Rider form numbers: 0LL8M, 0LL9M, 0AX4M, 0AX5M, 0ML1M, 0LL8M-30, 0LL9M-30, 0ML2M, 0ML3M, OML1M-30 or state equivalent....so you can keep it going. Accident Only Disability MC35297 MC35295 Long-Term...so you can keep it going. Long-Term Disability MC35295 Short-Term Short-Term Disability MC35296 Accident Only Disability Highlight Sheet MC34439_0913 Short-Term Disability Highlight Sheet MC34440_0913 Long-Term Disability Highlight Sheet MC33601_0913 business overhead expense Highlight Sheet MC33592_0114 MC so you can keep it going. Business Overhead Expense Insurance MC35298 to help keep your business going. Business Overhead Expense MC35298 Complete the Application Field Underwriting The Disability Income Choice Portfolio Product and Underwriting Guide (M28598) has information to help you determine whether or not your clients may be insurable. Disability insurance is underwritten based on three categories: medical history, financial information and occupation. Take time to familiarize yourself with this information so you can perform good field underwriting. Eligibility guidelines Build chart Automatic reject medical conditions Uninsurable occupations Income qualification table, DI CHOICE PORTFOLIO DI CHOICE- INDIVIDUAL ACCIDENT ONLY DISABILITY SHORT-TERM DISABILITY LONG-TERM DISABILITY BUSINESS OVERHEAD EXPENSE Application for Disability Insurance NATIONAL Application Package Contains: required forms to be submitted required forms left with applicant(s) Authorization to Disclose Personal Information (HIPAA)/ Notice of Informational Practices / Pre-Notices MIB Authorization Form HIV Consent Form (if applicable) Agent Producer Statement Outline(s) of Coverage HIV Consent Form (if applicable) Other State Special Forms (if applicable) Other State Special Forms (if applicable) forms that may be requested, but are not included within this package The following forms can be downloaded from Sales Professional Access (SPA) at www. as needed to accompany the application: Alcohol Usage Questionnaire Avocation Questionnaire Replacement Notice Drug Questionnaire Foreign Travel Questionnaire Application Instructions: Submit the fully completed application and applicable completed forms. Unanswered questions on the application or missing or incomplete forms will result in underwriting delays. If a question does not apply to your client, answer it as No or None rather than N/A. Mail application and appropriate forms to:, Records/Mailing Processing Center, 9330 State Hwy 133, Blair, NE Fax application to and verify the correct facsimile number is dialed to protect the privacy of the information. Please note: use the maximum resolution to ensure the readability of the application. Once your client understands how disability income insurance provides protection and they ve made the decision to buy, it s time to complete the application. MAP577 09/01/2013 FULL UNDERWRITING Tips for Completing the Application use the correct application and forms. Remember you must use the application for the client s state of residence Answer all questions and complete all necessary forms. If something doesn t apply, do not use N/A. Instead, write no or none If a question is answered in error, do not use white out. Instead, draw a single line through the error and have the applicant initial the correction Include a cover letter. The more you can tell us about the client, the greater the chance for a favorable underwriting outcome Indicate the best time to contact the applicant for the personal history interview Include your contact information so we can reach you if we have questions or need more information DI Choice Individual Application MAP577 or state equivalent We ve kept it simple. You can use the same application for any of the Individual DI Choice products. Use this when applying for Accident Only disability, Short-Term disability, Long-Term disability or a Business Overhead Expense policy for a business owner.

6 Step 5 TIP: Policy delivery is the perfect time to demonstrate your professional value and good service. Be sure to ask for referrals. Deliver the Policy This is an opportunity to cement the sale and build long-term client relationships. Remind clients that their disability income insurance is now in place to help protect their lifestyle and financial plans. Marketing Tools Our policy delivery jacket is intended to allow you to put together a professional looking packet to leave with your client. Use this policy jacket to house all pertinent information, such as a cover letter, your business card and notes on how the policy fills the client s need. Mutual of Omaha Your insurance policy is enclosed. Please store in a secure location. Thank You! n Life Insurance n Long-Term Care Insurance n Disability Insurance n Medicare Supplement Insurance n Annuities n Supplemental Health Insurance for choosing Mutual of Omaha How to Get Marketing Tools Policy Jacket M25567 We ve created a variety of marketing tools to support your efforts throughout the DI sales process. Letters, brochures, booklets, flyers and more can be ordered through your normal ordering channel. Questions If you have questions about the sales process or any of the marketing tools available, contact your Sales Support team. They can be reached Monday through Friday from 7:30 a.m. to 5:30 p.m. (Central time). sales.support@ M25567

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